If you are trying to protect and grow your current client business and prefer to follow a proven sales process rather than running by the seat of your pants, then Marcus Cauchi from Sandler Training has a gem of a technique for you.
In this short 6 minute video Marcus reveals what he describes as a meeting agenda; a 5 step process called RECON you can follow during a conversation with the client to help ensure:
* You spot potential problems in your relationship early on so you can make any changes needed
* The conversation leads to the client telling you what project they’d like you to work on next rather than you spending time on unnecessary proposals
* You don’t come across as desperate for more business but rather focussed on your client’s needs
I hope you enjoy this interview. If you’d like to learn more about how to grow existing business you can sign up here for a free 6 module online training programme for agency account managers.
Please let me know when you have implemented this technique and the results you have received by popping a comment in the box below.